Are you a top-performing sales professional with an entrepreneurial spirit, relevant professional services experience, and demonstrated sales expertise and success? Do you have sales experience and domain knowledge of consulting as a service, outsourcing and offshoring across finance related domains, both from a process and technology lens? This will include selling Application Support for Finance, including tools such as Anaplan, Oracle EPM, OneStream, Tableau, Tririga; and Process Support for Finance, including Business Finance (FP&A), Operational Finance (Accounting, Order to Cash, Procure to Pay, Controllership).
If so, Deloitte Consulting LLP is looking for a top-performing Sales Executive that can independently drive net-new Operate opportunities in existing and green field clients, working with Partners, Principals and Managing Directors across the firm. Responsibilities will include generating leads and opportunities from across sectors, working with our Finance Operate Center of Excellence leadership to progress sales through the cycle, including generating demand, and leading RFIs / RFPs through to contract negotiation.
The Finance Operate Sales Center of Excellence (COE) supports Deloitte's Finance offering in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.
Work you'll do:
The Operate Sales Executive is responsible for selling Finance Operate solutions and services to new and existing clients. As a Sales Executive you will:
Lead business development efforts outside of core accounts to drive Finance Operate opportunities
Work with Operate CoE leadership to identify potential clients for targeting
Develop understanding of Deloitte Consulting's portfolios and offerings, as well as cross-firm integrated offerings, to be conversant in our capabilities
Understand market segmentation of target clients and potential fit with relevant business processes, technology platforms, market offerings and ecosystems
Develop understanding of target client's buying patterns based on industry knowledge, relationships, prior experience, etc.
Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities
Qualify opportunities and engage appropriate PPDs/SMs for follow up
Run a disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process
Develop organized and differentiated offerings
Develop overview materials to support initial meetings/conversations
Lead preparations for more serious sales meetings and orals for qualified opportunities
Provide support to core accounts without CREs as needed for critical opportunities
Identify opportunities (sole source/up for bid) and bring it to the business (functional) partners, evaluate opportunity alignment with client strategy
Identify and align appropriate firm resources to pursue, win, and manage opportunities
Contribute to pursuit processes by leveraging relationships for insights and influence, including determining "win" themes, aligning messaging with client needs, supporting proposal/orals materials preparation, and participating in the orals session as appropriate
Industry Expansion and Relationship Building
Collaborate with Operate Marketing and practice leads on messaging, events and eminence - both internal and external
Identify ways the Finance Operate practice can expand/enhance visibility at key events and in the market
Represent the practice at selected events
Identify key relationships across the industry which would benefit the Operate practice and develop plans to cultivate those relationships
Utilize Deloitte eminence - including thoughtware, events, trainings, conferences, and memberships - to build and enhance relationships
Utilize available offerings to develop and participate in activities and events focused on shared values and mission, e.g., Deloitte Greenhouse events, Client Experience labs etc.
Participate in key industry events to build relationships and develop business opportunities
Support Finance Operate sub-sector leadership in developing account and practice plans during the annual planning process
Participate in Finance Operate sub-sector leadership calls and in person meetings, and assist with planning and preparation as needed
10+ years' experience managing complex clients characterized by long sales cycles and significant dollar transactions
Proven consistent track record of delivering multimillion dollar revenue per annum
Excellent understanding of the CFO Organization and their key roles and responsibilities, prior experience selling to the CFO is a plus
Knowledge and understanding of selling Finance application management and business process support services
Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries
Experience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients
Ability to develop and utilize pre-existing network of clients or contacts in the marketplace
Lead or support practice sales management activities
Experience managing internal sales activities to ensure consistent approach to marketplace across geographies and industry groups
Experienced with a complex pursuit process, proposal development and oral presentations that win new business
Adept at making presentations
Ability to work in a multi-layered matrix organization serving many leaders
Travel up to 25% (While 25% of travel is a requirement of the role, due to COVID-19, non-essential travel has been suspended until further notice).
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
Advanced degree(s) preferred
Bachelor's degree or commensurate work experience
Success in working closely with service line leaders, partners, practitioners and other SEs to develop strategies and tactics that drive targeting programs and win business
Internal Number: 13575766
At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world. From on-the-job learning experiences to formal development programs at Deloitte University, our professionals have a variety of opportunities to continue to grow throughout their career. At Deloitte, we know that great people make a great organization. We value our people and offer employees a broad range of benefits.Our positive and supportive culture encourages our people to do their best work every day. We celebrate individuals by recognizing their uniqueness and offering them the flexibility to make daily choices that can help them to be healthy, centered, confident, and aware. We offer well-being programs and are continuously looking for new ways to maintain a culture where our people excel and lead healthy, happy lives. Deloitte is led by a purpose: to make an impact that matters. This purpose... defines who we are and extends to relationships with our clients, our people and our communities. We believe that business has the power to inspire and transform. We focus on education, giving, skill-based volunteerism, and leadership to help drive positive social impact in our communities. We want job seekers exploring opportunities at Deloitte to feel prepared and confident. To help you with your interview, we suggest that you do your research: know some background about the organization and the business area you’re applying to.
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